Global Relay, New York, NY 7/2021 to 9/2023
Senior Sales Operations Analyst
Managed and improved data workflows and mapping, resolving critical data integrity issues and ensuring seamless integration of CRM systems (Salesforce and HubSpot) as well as sales engagement and prospecting platforms (SalesLoft, LinkedIn Sales Navigator and ZoomInfo). Collaborated with marketing to align sales and marketing strategies and establish joint KPIs. Created training content to improve sales procedures by setting clear direction and expectations, as well as reinforcing best practices. Designed and implemented essential sales, revenue, marketing, and product KPI reports that provided leadership with data-driven insights for informed strategic decision-making.
- Revamped the lead management process, resulting in enhanced accountability and performance within the sales team, and played a crucial role in the success of marketing initiatives.
- Provided training and support of sales tools, aimed at optimizing lead generation and customer engagement, and improving tool adoption and proficiency.
- Managed sales territory alignment in collaboration with sales leaders and established a territory mapping process.
- Developed reports and dashboards for sales leadership to track team performance, sales activity, and pipelines, with the goal of enforcing proper hygiene and measuring team objectives.
- Managed all incoming marketing leads by reviewing, assigning, and monitoring for clean data and proper prioritization and territory alignment.
- Researched leads, designed campaigns, and supported the sales team with prospecting and engagement tools to assist with marketing initiatives.
- Managed vendor contracts of our sales prospecting and engagement platforms.
TELSTRA (formerly Pacnet), New York, NY 6/2009 to 2/2021
Sales Operations Specialist | Office Manager
Enabled collaboration between departments to improve accuracy and integrity of sales analysis reports, helping to identify and resolve data and workflow discrepancies. Effectively handled multiple responsibilities, including overseeing administrative and marketing operations for two US locations, and providing support to executives and sales teams. Provided end-to-end support to Direct and Indirect Sales teams, including pricing, contract drafting and pipeline management, resulting in 50% reduction in order provisioning and acceptance times and achieving a 25% improvement of the book-to-bill ratio.
- Created detailed customer inventory reports for sales teams, providing a fundamental tool for managing churn and renewals.
- Delivered targeted training and support on sales processes and tools, reinforcing best practices and system proficiency.
- Organized sales kick off and team building events for the US salesforce, creating a fun and motivating atmosphere for collaboration.
- Developed a range of reports and dashboards for the sales team, equipping them with essential resources to effectively manage their sales activity and track performance.
- Awarded 2011 Marketing Excellence Award for achieving highest ROI from marketing initiatives, demonstrating strong synergy among sales and marketing efforts.
